Sr. Regional Sales Executive

Job Title: Sr Regional Sales Executive Healthcare Sales Australia & New Zealand

Location: Melbourne Victoria

Company Overview

We are a US-based healthcare technology company with 250 customer sites across Australia and New Zealand. Our solutions are the de facto standard in eHealth NSW Queensland Health and Te Whatu Ora (Health New Zealand). As we continue to expand our footprint we are seeking a founding sales leader in the region to drive new business and deepen relationships with key healthcare stakeholders.

Job Summary:The Sr Regional Sales Executive is a strategic sales leader responsible for driving high-value growth across complex public and private healthcare organizations in Australia and New Zealand. This role demands deep industry expertise a consultative approach and the ability to navigate long sales cycles involving multiple stakeholders. The Sr Regional Sales Executive will own the full sales processfrom strategic prospecting and solution alignment to executive-level negotiation and closingwhile also contributing to account expansion and retention strategies. As a senior member of the sales team the Sr Regional Sales Executive will collaborate closely with marketing product and customer success teams to shape go-to-market strategies influence product development and ensure client outcomes are achieved. This role requires a strong understanding of healthcare operations regulatory environments and SaaS business models along with the emotional intelligence to build trust and credibility with clinical technical and financial decision-makers.The ideal candidate will possess established relationships at the clinical technical and executive levels within hospitals and day surgery centers with a strong network in the ANZ healthcare arena. Experience in GI or endoscopy is highly desirable.

We are launching a new cloud-based solution into the ANZ market and are looking for someone who has experience penetrating new markets with cutting-edge technologies and solutions. This role requires an individual with incredible grit and intestinal fortitude - someone who thrives on a challenge and pushes forward to solve problems. We need a creative bold proactive and positive sales leader who is excited about a challenge and will stay focused and optimistic in the face of adversity. In addition the successful candidate will have the commercial maturity to engage existing onpremise customers at the right moment and articulate a compelling migration pathway to the cloud platform converting perpetual and term licence holders when the timing and appetite are right.

Key Responsibilities:

1. Enterprise Consultative Selling

• Leads strategic sales cycles with multiple stakeholders and longdecision timelines across both public and private healthcare sectors in ANZ.

• Builds tailored business cases that align with healthcare organizations strategic goals with an initial focus on NSW health organizations.

• Applies advanced sales methodologies (e.g. MEDDIC Challenger SPIN) to drive alignment and urgency.

• Serve as the primary Provation contact for all opportunities in Australia and New Zealand until the regional team expands.

• Conducts rigorous executive-level discovery to uncover clinical operational and financial pain points going beyond stated needs to surface latent challenges that form the foundation of compelling business cases.

• Leads and contributes to formal tender responses and RFP processes across public and private health procurement frameworks managing the full lifecycle from expression of interest through contract execution.

• Designs and negotiates bespoke commercial constructs appropriate to deal complexity including multi-site arrangements enterprise licenses and framework agreements with centralized health procurement bodies.

2. Healthcare Industry Expertise

• Deep understanding of healthcare delivery models payer-provider relationships and regulatory frameworks and associations (e.g. local health data privacy frameworks ACSQHC GESA Pae Ora).
• Ability to speak credibly about clinical workflows digital health trends and interoperability standards (e.g. HL7 FHIR).
• Anticipates industry-specific challenges and tailors solutions accordingly.
• Tracks competitor activity pricing and positioning to proactively shape strategy and messaging.

3. Strategic Account Management & Expansion

• Develops and executes multi-year account growth strategies.
• Identifies upsell and cross-sell opportunities based on client data and evolving needs.
• Collaborates with Customer Success and Product teams to ensure long-term client satisfaction and retention.

4. Executive-Level Communication & Influence

• Communicates with clarity and confidence across clinical technical and financial audiences.
• Leads executive briefings strategic planning sessions and QBRs.
• Influences internal and external stakeholders to accelerate deal velocity and prioritize client outcomes.

5. Commercial Acumen & Data-Driven Decision Making

• Applies financial and operational insights to guide sales strategy and client conversations.
• Understands key SaaS metrics (ARR churn CAC LTV) and uses them to manage pipeline and forecast accurately.
• Leverages CRM and analytics tools to identify trends risks and opportunities.

6. Forecast Accuracy

• Provide accurate monthly forecast that is aligned with corporate expectations and visibility to leadership.

Required Qualifications:

Education & Experience

• Bachelors degree in Business Marketing Healthcare Administration or a related field.
• Advanced degree (MBA MHA) is a plus especially for roles involving strategic enterprise sales.
• 8 years of experience in B2B healthcare sales with at least 5 years focused on enterprise-level clients in Australia and/or New Zealand.
• Deep understanding of the public and private healthcare markets in ANZ including procurement processes regulatory frameworks and reimbursement models.
• Demonstrated relationships at the clinical technical and executive levels within hospitals and day surgery centers especially in ANZ.
• Proven track record of exceeding quota in complex sales environments with long sales cycles.
• Experience managing strategic accounts and navigating multi-stakeholder decision processes.
• Familiarity with healthcare IT systems procurement processes and compliance requirements.
• Demonstrated success in negotiating high-value contracts and renewals.
• Ability to travel is required.

Other Preferred Knowledge Skills Abilities or Certifications:

• Experience with GI/endoscopy solutions or with companies such as Olympus C.R. Kennedy Pentax Alcidion Orion Intersystems etc. is highly desirable. Candidates with experience in adjacent procedural specialities including anesthesia interventional cardiology surgery or theatre management systems as well as those from radiology (RIS PACS clinical decision support) or EMR/patient management system backgrounds selling into procedural environments are strongly encouraged to apply.
• Located in Melbourne with deep connections in the ANZ healthcare ecosystem.
• Technical certifications (e.g. Salesforce AWS Health IT) are a plus
• Sales methodology certifications (e.g. Miller Heiman Challenger MEDDIC SPIN) are advantageous
• Business analytics or data literacy training is a strong differentiator